Vice President - Sales - FMCG

VP Sales

Job Specification

Reports to : Managing Director

Span of control (supervisory responsibilities) : 150-200

Direct Reportees : 3-5

Job Purpose :

This role is responsible for Overall Sales & Distribution Strategy & Operations of Product, Building the Brand Product as per Strategic intent of the management, working closely with the All India Sales manager & Brand Manager to achieve the AOP and build Product as a trusted Brand in the market

Primary Job Responsibilities :

Channel Sales Management :

- Make Sales AOP by forecasting and developing annual sales revenue for regions and territories; projecting expected sales volume and profit for existing and new products.

- Develop and maintain long-lasting channel partner relationships; visit key partners regularly as needed and proactively/promptly respond to inquiries, acting as the direct and primary contact.

- Adding unconventional channel of sales distribution to expand products availability & visibility

- Channel Expansions ( WOD & DOD) for market coverage through Channel partner acquisition, retention & development

- Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors

- Maintaining granular visibility of numbers with a sharp acumen for Sales Analytics. Guide in the preparation of sales & marketing budgets

Marketing Management :

- Conduct periodic market research to understand the customer demand, new product launch and market share of competitor

- New product launch go to market strategies and execution, Marketing communication/initiatives, placement plan & sell through plan

- Managing marketing communications and the company's customer relationship programs and develop program to build brand's relationship with Key Accounts, channel partner, distributors and retailers.

- Plan effective scheme for Key Accounts and customer to gauge maximum market share for Product in Water Purifier business

Operational Excellence :

- Help to build automated sales process for effective and efficient performance. Successfully implementation of CRM, SAP, ERP and Mobile APP

- Ensure & monitor efficiency and efficacy of sales process with actual on ground execution

- Ability to do demand forecasting and supply accordingly without any sales loss

- Ensure all channel claims related information is submitted to commercial team for timely settlement

People Management :

- Institutionalize Group's culture and value systems in Product

- Lead and inspire individuals to heighten passion, commitment levels and synergies functional groups to create a winning team, with a conviction of beating the industry leaders

- Groom and mentor few set of identified high performers for higher challenges

- Institutionalize a performance based culture, recognizing & rewarding employees for achievements and innovation

Skill Sets :

Behavioral Functional :

- Be an effective Leader - Lead by example Market Research & Analysis

- Strategic Planning & Execution Business & Commercial acumen

- Excellent communication / Presentation skills Channel management

- Pro-Active & Decision maker High customer orientation

- Good inter personal skills / Relationship management Process & system orientation

- Drive Change management Key Account Management

Primary Interface - External :

Purpose :

- Retail Brands Build relation to expand market network

- Industry Association Create Brand awareness and generate sales

- Channel Partners For channel expansion and increase sales volume

Primary Interface - Internal :

- Product Team Product planning & pricing

- Finance team Payment follow-up / Budget approval/ Sales revenue

- HR Team development and Productivity Management

- R& D To share market trends and upcoming products

- Management Sales Revenue updates and Market trend

Qualifications and Experience :

- Minimum Qualifications B.Tech/ Graduate

- Preferred/Additional Qualifications MBA- Sales & Marketing

- Minimum Experience 15 - 20 years (5 yrsin as Sales Head or Regional Head)

- CTC Annual 50-60 lacs

- Age Below 45yrs

- Industry preference FMCG, FMCD